Don’t quit too soon!
We have all experienced it. We have a new lead passed to us or have had a first meeting with a prospective customer. We agree…
The Evolution of the Customer Buyer Journey
In the distant past (say 25 years ago) think about how you purchased a product. Somewhere you would get motivated to purchase an item from…
6 Reasons why your email address may be costing you sales
Email today has become a norm, where free accounts are plentiful and you can spin up a Hotmail or Gmail account in minutes. But to…
What makes a ‘Top’ sales performer?
What makes a ‘top’ performer? It is an interesting question and at first glance it would be easy to provide a list of “How to…
Why you should call your Customer 3 times out of 4
In this fast-passed world of digital communications, “omni-channel” conversations and faceless customer service, I see first hand the destruction of good old fashion customer interactions.…
Ignore what is being sold to you. Remember what you actually need to buy.
When I am speaking to a potential Customer, I find that it is often useful to agree with them first what it is they want…
Sandler Podcast Interviews Sentia Director on the Future of Sales Tech
Mike Montague interviews David Brown on How to Succeed with the Sales Software of the Future. In this episode: What is the Sales Software of…
Think you know your buyer?
Today’s consumer is increasingly accustomed to a digital world that offers intuitive interfaces, around-the-clock availability, real-time fulfillment, personalized treatment and zero errors. They are more…
“Nobody ever got fired for buying IBM” – How emotional decision-making influences business purchases
Dale Carnegie once wrote, “When dealing with people, remember you are not dealing with creatures of logic, but with creatures of emotion.” Most would agree…
Why do sales reps hate CRM?
It’s crazy that the majority of sales professionals refuse to use their company’s Customer Relationship Management (CRM) software or CRM. Over the last 30 years,…
